Business Growth Manager

We are looking for a highly driven and strategically oriented Business Development Manager (Defense) to expand and manage the defense sector portfolio across India.

The role focuses on identifying, pursuing, and securing government tenders within the defense ecosystem, including organizations such as CDS, COD, and DGAFMS. The candidate will play a critical role in driving revenue growth through institutional sales, tender participation, and strategic liaisoning with defense procurement bodies.



• Develop and execute a comprehensive defense business growth strategy
• Identify opportunities within defense procurement systems for relevant product categories
• Build and maintain a strong pipeline across Army, Navy, Air Force, and associated departments

• Track and monitor tender opportunities via:
• GeM (Government e-Marketplace)
• CPPP (Central Public Procurement Portal)
• Defense procurement notifications
• Manage the complete tender lifecycle:
• Identification, documentation, compliance
• Pricing strategy and submission
• Follow-ups and closure
• Coordinate with internal teams (legal, finance, operations) for bid accuracy

• Build and maintain relationships with key stakeholders across:
• CDS, COD, DGAFMS, and other defense units
• Engage with procurement officers, medical corps, and supply chain officials
• Represent the organization in meetings, presentations, and negotiations

• Identify new opportunities within defense supply chains
• Analyze procurement trends, competitor positioning, and pricing benchmarks
• Drive institutional sales and vendor registrations

• Travel across India for:
• Pre-bid meetings
• Site visits
• Tender closures
• Maintain strong on-ground presence for relationship building

• Ensure adherence to government and defense procurement norms
• Maintain accurate documentation for audits and registrations
• Support vendor registration processes

• Maintain MIS reports on:
• Tender pipeline
• Win/loss ratio
• Revenue projections
• Provide regular updates to senior management

Key Requirements

• Bachelor’s degree in Business, Marketing, or related field
• MBA preferred

• 5–10 years in:
• Government/defense sales
• Tendering and institutional business development
• Experience with defense organizations (CDS, COD, DGAFMS) preferred
• Exposure to FMCG, cosmetics, healthcare, or personal care is an advantage

• Strong knowledge of government procurement and tendering processes
• Excellent negotiation and stakeholder management skills
• Ability to interpret tender documents and compliance requirements
• Strategic mindset with strong execution ability
• High ownership and result orientation
• Proficiency in MS Office and tender portals (GeM, CPPP)

• Willingness to travel extensively across India
• Strong network within defense/government institutions (preferred)
• High integrity and professionalism